American Refining Group
Regional Sales Manager
American Refining Group, Bradford, Pennsylvania, United States, 16701
Position Title: Regional Sales Manager (focus on Blended Lubricants)
Compensation:
Full-time, Exempt commensurate with experience.
Company Information:
ARG is the longest continuously operating refinery in North America dating back to 1881. Privately held, the employees and leadership pride themselves on offering competitive pay, generous benefits and a supportive culture of growth and learning. In addition to a 401k retirement plan to which the company makes matching contributions, ARG offers participation in an Employee Stock Ownership Plan (ESOP) to qualified employees, through which they share in the profits of the company.
Scope & Responsibilities of Regional Sales Manager : (Not limited to)
This position is responsible for developing & implementing sales growth & retention plans to maximize targeted volume and profit objectives. Drive retention & growth within the OEM, Toll Blending & Private Label segments. Individuals in this role will have account management responsibilities and be tasked as the hunter within the specified markets supporting ARG's blended lubricants growth initiatives. This role requires collaboration with Product & Business Managers/Directors, Marketing, ARG's Refinery Products Sales Team and Sales Support to implement strategy as set by the Leadership Team, as well as to optimize placement of ARG's overall product portfolio in both the existing customer base and through vigorous prospecting of new customers. Under minimal supervision, this position reports to the Blended Lubricants Business Director.
Sales Growth:Identify and acquire new customers to support ARG business plans.Build and maintain a sales pipeline with a high conversion rate.Network within the industry to drive new leads and opportunities.Collaborate with the Blended Lubricants team & lead preparation of price quotes, business proposals.Account Management:
Develop and implement annual business/account plans with customers to increase share of wallet.Establish relationships at all levels of the account from the senior level through Purchasing, R&D, Operations, etc.Utilize ARG resources to document and effectively communicate value provided to ARG customers.Create and conduct customer business reviews with frequency and content as directed by the Sales DirectorMarket Feedback:
Provide marketplace and competitor feedback to Product and Business Director, Operations and Research and Development through participation in ARG's product focus groups.Collaborate with the Blended lubricants Product Manager to initiate the established Product Development Process as appropriate.Keep updated ARG's "Sales Operations Excellence" (SOE) file pertinent existing/prospective customer interactions.Training & Development:
Successfully complete ARG trainingsParticipate in industry conferences & local industry associations as deemed pertinent by the Business Director & ARG Leadership Team to drive both development, prospecting & ARG industry presence.Benefits Available to Regional Sales Manager :
Health Insurance including Medical, Dental, Optical & PrescriptionHealth Savings Accounts & Flexible-Spending Plans (if qualified)Life, Accident and Critical Illness Insurance OptionsShort & Long-term Disability CoverageEscalating Paid Vacation PlansPaid Holidays & Personal DaysEducation & Employee Assistance PlansEmployee Stock Ownership & 401 (k) PlansEducation & Experience for Regional Sales Manager:
Bachelor's Degree required with five (5+) years' experience with industry sales and/or marketing.Proficient in the use of general office technologies, Microsoft Office suite of applications including PowerPoint, Excel, Word, and Outlook as well as other applicable software.Must possess and maintain a valid motor vehicle driver's license.Other Qualifications of Regional Sales Manager:
Must reside within a 300-mile radius of Bradford, PA Refinery to support business operations.Motivated to land new business; managing accounts is one aspect with the primary focus centering on driving new sales.Possess a high degree of personal accountability and ownership with resilience and perseverance to land new and grow existing business.Exhibit expertise in establishing, growing, and maintaining relationships based on trust, transparency, and open communication at all levels of the organization and beyond.Demonstrate value-based selling principles to differentiate ARG products based on competitive advantage and not solely on price positioning.Works as a team player who brings others together with collaboration being an integral ingredient to success.Possess in-depth knowledge of the refining industry; understand end market applications and performance advantages/differentiators of products and servicesPhysical & Cognitive Demands of Regional Sales Manager:
COGNITIVE DEMANDS: Meet deadlines, focus attention, work independently, independent judgments, work with a team, effectively communicate, reading comprehension, critical thinking/troubleshooting.PHYSICAL DEMANDS: seeing, speaking, hearing, sitting, walk/climb, stand/reach, listening, writing, driving, keyboarding. Push/pull/lift/carry or otherwise transport 35 pounds. This role requires 30% -50% travel.
Additional Notes:
This position, as well as every other position at American Refining Group, is required to conduct their work at a high level of safety and quality performance. We require our employees to adhere to safety policies and procedures and expect they will help and encourage colleagues to do so as well. Our goal is to strive for a Zero-Incident environment that is a benefit to our employees and community. Our commitment to safety is identified as one of our core values:
"Safety is our Compass" . Employees are expected to understand and operate under current Process Safety Management guidelines in accordance with their role. Adherence to our Refinery Conduct of Operations in refinery and safety-sensitive functions is critical to our ongoing commitment to reliable operations.
American Refining Group, Inc. executes and maintains an ISO certified Quality Management System to meet specified customer requirements for product performance, safety, and service.
Employees are expected to understand and operate under the guidelines of the Quality Management System while executing the functions of their position.
ARG culture promotes ongoing training and mentoring that is intended to be a developmental partnership for all (employees are subject to ongoing performance reviews and feedback).
This is not a job bid - external recruiting is being conducted concurrently with internal posting. Applicants will be selected based on qualifications and a job interview; final selection will rest solely with the Company.
Qualified individuals must be able to perform essential job functions with or without reasonable accommodation.
The above statements are intended to describe the general nature and level of work being performed; they are not to be construed as an exhaustive list of all responsibilities.
EEO Employer -ARG is committed to providing reasonable accommodation in our recruiting and employment practices. If assistance is needed to participate in the application or interview process, or to perform essential job functions, please contact Human Resources.
s.
Compensation:
Full-time, Exempt commensurate with experience.
Company Information:
ARG is the longest continuously operating refinery in North America dating back to 1881. Privately held, the employees and leadership pride themselves on offering competitive pay, generous benefits and a supportive culture of growth and learning. In addition to a 401k retirement plan to which the company makes matching contributions, ARG offers participation in an Employee Stock Ownership Plan (ESOP) to qualified employees, through which they share in the profits of the company.
Scope & Responsibilities of Regional Sales Manager : (Not limited to)
This position is responsible for developing & implementing sales growth & retention plans to maximize targeted volume and profit objectives. Drive retention & growth within the OEM, Toll Blending & Private Label segments. Individuals in this role will have account management responsibilities and be tasked as the hunter within the specified markets supporting ARG's blended lubricants growth initiatives. This role requires collaboration with Product & Business Managers/Directors, Marketing, ARG's Refinery Products Sales Team and Sales Support to implement strategy as set by the Leadership Team, as well as to optimize placement of ARG's overall product portfolio in both the existing customer base and through vigorous prospecting of new customers. Under minimal supervision, this position reports to the Blended Lubricants Business Director.
Sales Growth:Identify and acquire new customers to support ARG business plans.Build and maintain a sales pipeline with a high conversion rate.Network within the industry to drive new leads and opportunities.Collaborate with the Blended Lubricants team & lead preparation of price quotes, business proposals.Account Management:
Develop and implement annual business/account plans with customers to increase share of wallet.Establish relationships at all levels of the account from the senior level through Purchasing, R&D, Operations, etc.Utilize ARG resources to document and effectively communicate value provided to ARG customers.Create and conduct customer business reviews with frequency and content as directed by the Sales DirectorMarket Feedback:
Provide marketplace and competitor feedback to Product and Business Director, Operations and Research and Development through participation in ARG's product focus groups.Collaborate with the Blended lubricants Product Manager to initiate the established Product Development Process as appropriate.Keep updated ARG's "Sales Operations Excellence" (SOE) file pertinent existing/prospective customer interactions.Training & Development:
Successfully complete ARG trainingsParticipate in industry conferences & local industry associations as deemed pertinent by the Business Director & ARG Leadership Team to drive both development, prospecting & ARG industry presence.Benefits Available to Regional Sales Manager :
Health Insurance including Medical, Dental, Optical & PrescriptionHealth Savings Accounts & Flexible-Spending Plans (if qualified)Life, Accident and Critical Illness Insurance OptionsShort & Long-term Disability CoverageEscalating Paid Vacation PlansPaid Holidays & Personal DaysEducation & Employee Assistance PlansEmployee Stock Ownership & 401 (k) PlansEducation & Experience for Regional Sales Manager:
Bachelor's Degree required with five (5+) years' experience with industry sales and/or marketing.Proficient in the use of general office technologies, Microsoft Office suite of applications including PowerPoint, Excel, Word, and Outlook as well as other applicable software.Must possess and maintain a valid motor vehicle driver's license.Other Qualifications of Regional Sales Manager:
Must reside within a 300-mile radius of Bradford, PA Refinery to support business operations.Motivated to land new business; managing accounts is one aspect with the primary focus centering on driving new sales.Possess a high degree of personal accountability and ownership with resilience and perseverance to land new and grow existing business.Exhibit expertise in establishing, growing, and maintaining relationships based on trust, transparency, and open communication at all levels of the organization and beyond.Demonstrate value-based selling principles to differentiate ARG products based on competitive advantage and not solely on price positioning.Works as a team player who brings others together with collaboration being an integral ingredient to success.Possess in-depth knowledge of the refining industry; understand end market applications and performance advantages/differentiators of products and servicesPhysical & Cognitive Demands of Regional Sales Manager:
COGNITIVE DEMANDS: Meet deadlines, focus attention, work independently, independent judgments, work with a team, effectively communicate, reading comprehension, critical thinking/troubleshooting.PHYSICAL DEMANDS: seeing, speaking, hearing, sitting, walk/climb, stand/reach, listening, writing, driving, keyboarding. Push/pull/lift/carry or otherwise transport 35 pounds. This role requires 30% -50% travel.
Additional Notes:
This position, as well as every other position at American Refining Group, is required to conduct their work at a high level of safety and quality performance. We require our employees to adhere to safety policies and procedures and expect they will help and encourage colleagues to do so as well. Our goal is to strive for a Zero-Incident environment that is a benefit to our employees and community. Our commitment to safety is identified as one of our core values:
"Safety is our Compass" . Employees are expected to understand and operate under current Process Safety Management guidelines in accordance with their role. Adherence to our Refinery Conduct of Operations in refinery and safety-sensitive functions is critical to our ongoing commitment to reliable operations.
American Refining Group, Inc. executes and maintains an ISO certified Quality Management System to meet specified customer requirements for product performance, safety, and service.
Employees are expected to understand and operate under the guidelines of the Quality Management System while executing the functions of their position.
ARG culture promotes ongoing training and mentoring that is intended to be a developmental partnership for all (employees are subject to ongoing performance reviews and feedback).
This is not a job bid - external recruiting is being conducted concurrently with internal posting. Applicants will be selected based on qualifications and a job interview; final selection will rest solely with the Company.
Qualified individuals must be able to perform essential job functions with or without reasonable accommodation.
The above statements are intended to describe the general nature and level of work being performed; they are not to be construed as an exhaustive list of all responsibilities.
EEO Employer -ARG is committed to providing reasonable accommodation in our recruiting and employment practices. If assistance is needed to participate in the application or interview process, or to perform essential job functions, please contact Human Resources.
s.